Therefore be
sure that your attention-getting device has at least one of three points
of superiority.
(1) It can be _stronger_ than the other appeal to the same sense. If
your prospect's attention to what you are saying wanders because a
phonograph starts to play in the next room, you can recall it to your
presentation by slapping your hands together to emphasize a point, or
you can change your tone suddenly. His sense of hearing will be struck
compellingly by your device.
(2) Your appeal for attention can be made to _more_ senses than are
being reached by the distraction. The phonograph music hits only the
ears of your prospect. Besides slapping your hands together or changing
your tone, you can supplement such appeals to his tone sense by an
appeal to his sense of sight. You can make a gesture, or display a
letter for him to read just at that moment.
(3) Your appeal can hit the senses of your prospect more _insistently_
than the other. If the phonograph music proves very attractive to him,
you will need to _keep hammering_ at him with forceful changes of voice,
with gestures, by touching him, or by doing something else to make his
attention to the music "let go.
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